现代销售学：创造顾客价值(第11版)Manning_11e_16.pptVIP

Learning Objectives Discuss the four dimensions of opportunity management List and describe time-management strategies Explain factors that contribute to improved territory management Learning Objectives Identify and discuss common elements of a records management system Discuss stress management practices Increasing Sales Volume The successful salesperson depends on: Good self-management Good record keeping Use of self-discipline in scheduling time and analysis of their own performance Opportunity Management A four-dimensional process involving: Time management Territory management Records management Stress management Time Management Time-consuming activities On average, 60 percent of time spent on administrative duties and travel Log keeping shows where time is spent, identifies “time wasters” Time management Sound time management can lead to increased sales Time Management Methods Develop personal goals Prepare daily “to do” lists Maintain planning calendar Organize selling tools Goal-Setting Principles Reflect on areas where change is desired Develop written plan—with steps Modify your environment Monitor behavior and reward progress The To-Do List Saving Time with Technology Conference calls Meetings in cyberspace (Web conference) Some customers prefer telephone/e-mail contact Cell phones/pagers as timesaving tools Electronic file transfers Monthly Planning Calendar Territory Management Step 1: Classify Customers Classify according to potential sales volume Track current dollar amount and potential dollars Realize a small amount of customers may provide a majority of sales volume Territory Management Step 2: Develop Routing and Scheduling Plan Map territory/use smaller zones if large Develop routing plan for a specific time frame Schedule around customer needs Establish tentative calls Use 80/20 rule 80/20 Rule 80 percent of time spent calling on most productive customers 20 percent on prospects and smal